Performance management
makes up a significant part of every manager's job, and this means managers
are required to deal with poor performance. Managers often view this as one
of the less desirable responsibilities that come with their job. Sales
organizations react in different ways to poor sales performance. Do any of
the following look familiar to you?
Every sales management
team and business will have its own way of managing poor sales performance.
For every hundred men hacking away at the branches of a
diseased tree, only one will stoop to inspect the roots.– Chinese proverb
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Sunday, March 8, 2015
How do you manage poor sales performance?
Wednesday, February 25, 2015
Do you really know who your best salespeople are?
The Harvard Business Review article “The Trouble with Salespeople”
reports that despite investing even more in sales employees, results are not
improving. Just 9% of sales meetings end in a sale and only 1 out 250
salespeople exceed their targets. In fact, only 1 in 3 working salespeople are
considered “consistently effective".
We were not surprised at
these findings, but continue to be perplexed as to why so many intelligent
executives continue to invest in hiring and retaining people who cannot meet
expectations or are ineffective at demand generation.
Why would an employer
want to retain a poor performer and continue to throw good money after
bad? It’s not only the poor ROI that’s a problem, but according to the
study, 63% of the salespeople actually drove down performance.
Retaining poor performers does not just translate into missed opportunity but the loss of sales that a company had within their grasp. When you add up the salaries, travel, marketing, and benefits, the cost of lost opportunity is huge. Even if the average cost of a meeting is $160, it takes $1,760 of profit per sale to cover the cost of a failed sales meeting!
Wednesday, August 27, 2014
Never Take A NO From Someone Who Cannot Give You A YES!
You should never, ever ask a prospect in sales this question: “Are you the decision maker?” Why? Every
sales class, book, or sales manager you have connected with tells you that you
must be in front of decision makers in sales. This is accurate, and at the same
time the way you make the determination is crucial. It takes grace, style and
diplomacy to do it correctly.
- People (including prospects & customers) have a way of thinking.
- People want a good outlook and a higher self worth.
- People will do whatever it takes to achieve recognition.
When you ask someone if they are the decision maker and they are
not the tendency to distort the truth exists.
The desire to increase one’s self worth comes out in some people. This is accelerated when they are asked if
they are the decision maker and they are not.
It is as if you are asking them to lie.
People say “yes” to that
question for that split second of a good feeling. It’s human nature. You can’t
clash over this - so don’t try to.
A diplomatic way to determine and involve the right decision
makers is to share the following:
“In
this age of conscious decision making many of my clients like to engage other
people in their organization in the important choices that the company
makes. Given your style of leadership,
other than yourself who would you include in your decision making process?”
One way to lengthen your sales cycle is to spend all of your
time with people that cannot tell you yes. Often these people can tell you “no,” but they can’t tell you “yes.” Your job is to get in front of decision makers
that can tell you, yes or no. If all of your sales appointments and
conversations are with Jamie, the clerk, you will end up in a tough spot. The problem is, James will talk to you. James has time for you. James is nice. James likes you. Warning signs!
Tuesday, July 8, 2014
Summertime and the Livin' is Easy!
Hello Summer!
Yes, indeed, it was a very rough winter for most of you! Summer weather is wonderful to enjoy!
How are your sales?
Are you heading into that venerable annual tradition: The Summer Sales Slump
When the calendar turns to July and August, most salespeople struggle to prospect because they believe that all of their prospects are on vacation. The fact is, the top 20% of salespeople still find ways to make their quotas in summer, and they also find ways to set up the end of the year so they exceed their revenue goals. 80% of their competition approach summer like they approach everything else in their sales career - they bluff their way through the summer season and hope to run into business.
Smart companies use the summer months to improve their team's
selling skills so they are sharp and ready to take advantage of the fourth
quarter. The summer months provide a perfect time for salespeople to
attend sales training. This is a wonderful opportunity for salespeople to
separate themselves from the competition, and set themselves up for a record
breaking autumn.
The choice is yours: You
can either make the excuse and say that people don't buy things in the summer.
Or you can use the time more effectively than your competitors.
Summertime and the Livin' is Easy!
Fish are jumpin' and the cotton is highHow are your sales?
Are you heading into that venerable annual tradition: The Summer Sales Slump
When the calendar turns to July and August, most salespeople struggle to prospect because they believe that all of their prospects are on vacation. The fact is, the top 20% of salespeople still find ways to make their quotas in summer, and they also find ways to set up the end of the year so they exceed their revenue goals. 80% of their competition approach summer like they approach everything else in their sales career - they bluff their way through the summer season and hope to run into business.
"It's the middle of July.
People don't buy things in July. It's too hot, they're not at the office, and
so salespeople don't have to work." There's a French proverb that says,
"He who makes excuses, accuses himself." - "Qui s'excuse
s'accuse." The choice is up to each salesperson.
They can either make the excuse and say that people don't buy things in the
summer or they can use the time more effectively than their competitors.
Summer
is the perfect time to improve performance and
knowledge
through sales training.
- Attend
a sales training course and integrate what you see into your
work.
- Use
this opportunity as a way catch your competitors while they're snoozing.
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| Join our other Sales Pros! |
We'll make it real easy for you this summer with our August
sales training offer!
Register 2 participants for our
next Sales Pro PSS Public Session in Fort Myers, Florida August
20 & 21
1st Participant - $1495 Regular Price 2nd Participant - Half Price - $747.50
August 20 & 21 Public
Session Only
Listen to Norah Jones "Summertime"
Tuesday, July 1, 2014
Does This Sound Familiar?
I was reminded today of an older church and evangelism story.
A traveling evangelist knocked on a door and was invited into a home. He
seemed surprised to be sitting in the living room with the homeowners and their
children politely gathered around. The homeowner prompted the guest
evangelist and said, "Well what do you have to share?" The evangelist said, "Well, I have never
gotten this far... I am not quite sure..."
That is exactly how I felt when I answered
a telephone call this morning from a Chamber of Commerce representative.
She asked if I had ever considered their fair city to do a program
in. Frankly, having recently looked for new options, I settled in to chat
with the young lady. I said that I would like to give a new venue
consideration since my clients come in from around the country. I was surprised by the following
opening/closing/ending/good bye! "Should
I call you back in a few months to check in on you then?"
Are your sales people inches away from
learning more yet too shy and untrained to take the ball and run with it?
That is exactly what happened for that Chamber of Commerce representative this
morning. I wonder if I will even get a call back in a couple of months. I
doubt it.
We teach salespeople to help their
prospects and customers to become more productive and profitable. Are you
a member of a Chamber of Commerce that is serving or not serving your community
this way? How about your own business? Do you serve your prospects and
customers?
I would enjoy an opportunity to talk with
you and to listen to the challenges that you face in the advancement of your
sales. My office number is 239-599-8408 and my email address is Jim@c4oe.com. Join me on
Linked-In. Follow
me on Twitter and Facebook. View our Blog. Visit
our website
Tuesday, April 29, 2014
Social Media Links
Fearless
Selling Tips - You may view these on both Youtube &
Vimeo
Role Plays - You may view these
on both Youtube & Vimeo
Youtube:
Facebook Fan
Pages
Wednesday, April 23, 2014
Is Customer Indifference Hurting Your Business?
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